Today we’re talking about making a problem hurt, and I don’t mean like physically hurt but more emotionally hurt. The reality is that prospects are coming to you to solve a problem. As I’ve said before without problems there are no solutions, without solutions there is no sale.
You have to make sure that there is a problem and that problem actually hurts for that prospect and that comes down with drilling into what they’re saying is the problem.
How This Works
In the fitness industry, people came to me for weight loss. Well that can be a problem with different levels of “hurt” for each person. To make the sale the problem has to hurt enough for them to spend the money to make a change in their life and to use my services.
Same with the insurance industry, there’s so many different insurance providers out there. Especially on the internet that are providing low-cost coverage but what does that coverage give you and is it the right kind of coverage for your situation? And is the current problem your prospect have big enough for them to switch to you and potentially pay more?
This is where many business can really shine. By understanding the needs of the prospect and asking them the right questions you can get the prospect to understand that if they are in an accident they could be paying a lot more out of pocket if they don’t have YOUR coverage. You are their trusted advisor and you will definitely help them out.
What are those problems and how can you elevate them to a point they must make a decision to work with you?
You can’t just tell them that their problem is a big problem, they’re not going to believe you because you’re the sales person so automatically there’s a barrier. When you ask them questions to get them to identify what those problems are and how big those problems could be or are for them right now, then you’re going to have a much easier time selling them your policy.
Drill into those problems, make those problems really hurt.
It’s almost like opening your own wound up and pouring a little salt in there. It sounds a little harsh but sometimes the only way to get some people to take action.
And that’s what you really want to do is get the people to take action now and take action with your program because without your program they’re not going to solve their problem.
Hope these nuggets of wisdom are helping you out in your sales process. Certainly let me know, comment below.
Want to speak with me about your business and get actionable advice? Then Schedule a 30 minute impact call. http://www.TomJackobs.com/impact
